Lance Armstrong: Resigning to Spend More Time With His Family?
“I am resigning in order to spend more time with my family.” That is what we hear from politicians when they depart under a cloud. Lance Armstrong was scarcely more original, “There comes a point in every man’s life when he has to say, ‘Enough is enough,’ ” Armstrong said in a statement. “For me, that […]
Story Time: Want a Relationship Breakthrough? Role-Play Your Client.
Our Story Time series brings you real, personal examples from business life that shed light on specific ways to lead with trust. Our last story proved that good intentions won’t keep you from screwing up. Today’s story highlights the business value of taking time to see the world from another’s perspective. A New Anthology When […]
Flo and Progressive Insurance – How Not to Do Trust Recovery
How does a nice gal like Flo end up in a nasty fix like this? Flo is Progressive Insurance’s TV fictional character. Flo’s twitter handle (come on, you knew Flo has to tweet) is @ItsFlo and “her” bio reads, “Progressive’s always-happy-to-help insurance expert. Lover of discounts, unicorns and tacos. Plays a mean air guitar.” So this headline […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.